Advanced Selling Skills

The commercial world has changed dramatically in the past twenty years and yet most sales training still follows traditional models developed over sixty years ago. Surely it is time for something fresh, a new perspective to equip us to confidently embrace this changing world. This course is such an experience.

This course aims to transform the way our approach selling and focuses on relationship building, making you invaluable to your customers. You will learn techniques and skills you can use to grow your business and exceed your sales targets. Sales professionals will change their perspective on what is really important in the sales engagement and be able to navigate the sales process with insight, skill and a deeper understanding of customer needs.

Course Content

Overview

• Develop a new approach to selling which will enhance the sales cycle.
• Achieve targets and manage time efficiently through clear planning, goal setting and self – motivation.
• Truly listen to customers and understand their needs.
• Ask powerful questions to guide discovery and identify problems.
• Talk about their product or service using innovative, memorable pitching techniques.
• Improve their positivity and resilience in a challenging sales environment.
• Utilise improved negotiation skills to achieve win/win solutions and longevity of client relationships.

Course Content

• How to build strong relationships.
• Your key starting point in an account.
• The key buying influences.
• Warning signs – areas of weakness.
• Strengths to build on.
• How receptive is your buyer?.
• Four key response modes.
• Getting to the economic buyer.
• Defining your ideal customer profile.
• Developing an opportunity plan.
• Managing your funnel and pipeline.
• How to prioritise.
• Forecasting with confidence.
• Key communication skills.
• How to handle objections and close.

Training Methods

By all means, bring your pencil case, and yes, there will be handouts, but there will be a lot more discourse, debate, improvisation, role play, technology, practice and group dynamics. The training will be conducted in a friendly, fun atmosphere, which not only allows for different learning styles, but respects each delegate as an individual and ensures each one is challenged and derives maximum benefit from the course. Our aim is that you will be highly stimulated and encouraged to rethink

Who should attend?

This programme is designed for all those who have an influence over the sales function.

Meet the Course Instructor

Steve has been active in all aspects of sales, negotiation and account management for over 25 years and is the Managing Director of a highly respected UK employee motivation consultancy. His highly energetic and clear communication style helps to make what can be very complex issues, simple and understandable with actionable ideas and recommendations.

He has worked with multi-nationals, local companies and several government bodies. With the research tools he has developed, he brings a wealth of data and case studies to support his consulting and training interventions.

Steve has developed and delivered a series of training programs across the Gulf region ranging from sales, key account management, negotiation, interpersonal and communication skills to personal skills such as time management and public speaking.

Steve’s dynamic style ensures that all course participants leave with some new found knowledge or ability.